MRKT: Chapter 06: Consumer Behavior

Stationery

Which of the following is a low-involvement product? a. Jewelry b. Stationery c. Cars d. Laptops

situational factors

external factors related to the particular circumstances under which a purchase is made

social factors

external influences such as culture, social class, reference groups, family, and opinion leaders

psychological factors

factors internal to the individual

culture

the values, beliefs, preferences, and tastes handed down from one generation to the next

opinion leaders

trendsetters who purchase new products before others in a group, and then influence others in their purchases

culture

A person's values, beliefs, preferences, and tastes are often handed down from one generation to the next. These factors may change over time, but an individual's basic core values do not. These factors are important environmental determinants of consumer behavior. These items are commonly referred to as: a. identity. b. culture. c. self-efficacy. d. social class.

automobile

An individual's reference group is most likely to influence his or her purchase decision while buying a(n) _____. a. automobile b. external hard drive c. latte d. frozen dinner

cognitive dissonance

Consumers sometimes experience feelings of uncertainty after a major purchase. This postpurchase anxiety results from an imbalance among the person's knowledge, beliefs, or attitudes. For example, you may have had these feelings when you first went away to college. Was this the best school for me? Is this where I belong? This postpurchase anxiety is known as:

firms marketing internationally.

Cultural differences are particularly important for: a. firms marketing to a specific target market in a single city. b. firms that are marketing to the same segment of consumers for years. c. local not-for-profit organizations. d. firms marketing internationally.

Problem or opportunity recognition

Elizabeth had her car all packed and was ready to head home for semester break. However, when she tried to start her car the battery was dead. She remembered that the last few times she tried to start her car it seemed like the battery was weak. Now, it was clear she would have to get a new battery. Elizabeth is in what stage of the consumer decision process? a. Purchase decision b. Evaluation of alternatives c. Problem or opportunity recognition d. Information search

Safety needs

Helene made sure that her company car was equipped with OnStar in case she ever has car trouble or gets lost while traveling between appointments. OnStar is a service which can connect the car occupants with a personal service attendant to provide assistance. Which level of Maslow's hierarchy of needs is Helene addressing? a. Social needs b. Safety needs c. Esteem needs d. Self-actualization needs

consumer behavior

Ivonne is excited about going to her first sorority formal next month. However, she is concerned that she does not have anything appropriate to wear. Since realizing that she needs to get a new dress, Ivonne has started paying attention to advertisements, visiting retail stores, and browsing the Web for a dress for the formal. Ivonne is engaged in:

limited

Lakshmi and Sukumar are shopping at their nearest Best Buy to purchase a new TV. They had previously planned to replace their 5-year-old TV with a new model of the same brand but were surprised by the array of brands and selection the store offers, each having a special feature. They decide to take their time and look at every type of TV available at this Best Buy location.. Lakshmi and Sukumar are exhibiting _____ decision-making style.

evoked

Tabitha is interested in purchasing new head phones and has set a budget of up to $350. She's narrowed her choice to Bose, Beats by Dr. Dre and Exeo Psyko. These three brands are known as her _____ set:

attitudes

a person's enduring favorable or unfavorable evaluations, emotions, or tendencies toward some object or idea

self-concept

a person's view of themselves

social class

based upon an individual's occupation, education, income, wealth, and possessions

routinized response behavior

behavior that occurs for low-involvement products that consumers purchase on a frequent basis

limited problem solving

behavior that occurs for purchases that consumers make less frequently and when their knowledge or experience is limited

subcultures

groups with their own distinct modes of behavior

need

imbalance between the consumer's actual and desired states

learning

immediate or expected changes in consumer behavior as a result of experience

motives

inner states that direct a person toward the goal of satisfying a need

reference groups

people or institutions whose opinions are valued and to whom a person looks for guidance in his or her own behavior, values, and conduct

the four situational factors that influence consumer behavior.

physical surroundings, social surroundings, buyer intent, and a buyer's mood and condition.

evoked set

the collection of alternatives a consumer considers when making a decision

involvement

the degree of interest an individual has in the product, as well as how important that product is to them

perception

the meaning a person attributes to incoming stimuli gathered through the five senses—sight, hearing, touch, taste, and smell

extended problem solving

the most complex decision style and occurs for high-involvement products where financial and/or social risk is high

consumer behavior

the process through which the ultimate buyer or household consumer makes purchase decisions